[Remote] Customer Growth, Strategic Director

Note: The job is a remote job and is open to candidates in USA. Archive is a leading technology platform for branded resale, aiming to change consumer shopping behavior for the better. They are seeking a Strategic Director of Customer Growth to own the GMV outcome for their largest brand partners, navigate complex executive relationships, and drive commercial strategies for growth.

Responsibilities

• Build and maintain relationships with senior brand stakeholders (Director through VP+), including QBRs, executive dinners, on-sites, and conference presence
• Read political dynamics, anticipate org shifts, and position Archive strategically inside each brand
• Identify and cultivate expansion champions across teams within the org
• Navigate difficult conversations; missed targets, scope disputes, and escalations
• Own renewal strategy, timing, and negotiation across your portfolio
• Lead expansion conversations across program types, supply sources, and solutions (e.g., peer-to-peer, new categories)
• Build the strategic growth thesis for each brand and sell it to brand leadership
• Develop business cases for strategic bets and pitch upsells
• Partner with Sales and Commercial leadership on contract motions and pricing
• Identify the 2–3 big bets per account per quarter and make the case for what to deprioritize
• Pattern-match across seasonality, brand initiatives, and macro trends to surface what actually matters
• Serve as the judgment layer on performance: what to escalate, what to let ride, and when to push
• Pull in Implementation, Product, Ops, CX, and Marketing when an account needs them
• Escalate platform limitations internally with clear context and urgency
• Be the single point of accountability, in the wins and the escalations
• Own Customer Growth methodology: operating rhythms, brand planning frameworks, escalation models, and renewal playbooks
• Advise team members on complex or advanced cases
• Codify best practices and shape how the team approaches brand growth

Skills

• 6+ years owning revenue outcomes in enterprise account management, customer success, or commercial roles, ideally with $XM+ portfolios
• Proven track record landing and expanding VP+ relationships at enterprise or mid-market brands
• Experience owning commercial negotiations; renewals, expansions, contract motions
• Strong commercial acumen: ability to build business cases, develop growth theses, and drive pricing conversations
• Comfort making judgment calls and setting priorities without a playbook
• Experience working cross-functionally to drive outcomes across product, ops, and go-to-market teams
• Exceptional communicator, able to adapt the narrative for executive audiences
• Experience in e-commerce, retail, or the resale/recommerce industry
• Background in a high-growth B2B SaaS or marketplace environment
• Experience building team methodology; playbooks, escalation frameworks, or account planning processes

Benefits

• Offers Equity
• Offers Commission
• Eligible for variable compensation
• Employee and dependent healthcare
• 401(k) enrollment
• Hybrid remote-office work for those based in either of those locations

Company Overview